Pre-sales - Marketplace Solutions Specialist

As a Marketplace Pre-Sales Consultant at SoftwareOne, you will play a critical role in driving sales success through effective problem-solving using technology solutions. Strong expertise in finding opportunities for cross-selling and upselling so it will require someone experienced with multiple publishers.

Role & Responsibilities

Scoping and Sizing Opportunities

• Collaborate closely with the sales team and clients to comprehensively assess requirements, objectives, and constraints.
• Conduct product demonstrations and technical presentations to prospective clients, showcasing the vendor partner solutions’ features, functionality, and business benefits.
• Use analytical skills to scope and size opportunities effectively, ensuring alignment with client expectations and organizational capabilities.

Solution Design and Proposal Development

• Act as a trusted advisor, providing insights and guidance on the most suitable solutions to address client challenges and achieve desired outcomes.
• Take ownership of crafting quotes, demonstrating attention to detail and a thorough understanding of client needs.
• Draft clear and comprehensive statements of work (SOWs) that outline project deliverables, timelines, and terms of engagement.
• Coordinate with internal team members to ensure the accuracy, feasibility, and competitiveness of proposed solutions, and to ensure seamless handover and project success.

Sales Support and Collaboration

• Provide guidance and support to the sales team throughout the sales cycle, from initial discovery to solution design and proposal development.
• Proactively find opportunities for cross-selling or upselling additional products or services to existing clients.
• Collaborate with the sales team to develop strategies and initiatives aimed at improving revenue and enhancing client satisfaction.

Margin Definition and Alignment

• Work in tandem with the sales team and vendor partner to define margins for proposed solutions, ensuring profitability while remaining competitive in the market.
• Maintain a keen awareness of pricing strategies and market dynamics to optimize margins and drive business growth.
• Assist and support partnership/alliance functions to assigned vendor partner relationships. This may include assisting in GTM and business planning as well as driving forward programmatic initiatives.

Creation and Maintenance of Solution Collaterals

• Develop and maintain a comprehensive repository of solution collaterals, including presentations, case studies, white papers, and other relevant materials.
• Regularly update collaterals to reflect the latest product features, benefits, and success stories, supporting sales efforts and enhancing client engagement.

Success Criteria

• Margin as sold.
• ISV/category growth.
• Win-rate of registered deals.
• Renewal rate on enterprise/corporate accounts.

Required Skills:

• Bachelor's degree in tech focused field preferred.
• Minimum of 2 years of experience in a presales or sales capacity within the software industry.
• Deep understanding of Independent Software Vendor (ISV) landscape and category-specific knowledge within the tech industry.
• Familiar with standard processes for integrated solutions across customers.
• Ability to manage at both strategic and operational levels.
• Key sales competencies & behaviours of generating opportunities: Understanding client needs, developing relationships, delivering value propositions, and overcoming objections.